Account Based Marketing Manager (REMOTE OK)

Account Based Marketing Manager (REMOTE OK)The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse.Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud.With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput.Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, Spain, India, and Argentina.Arkose Labs protects enterprises from cybercrime and abuse.Position OverviewThe Account Based Marketing Manager will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our targeted accounts within our Ideal Customer Profile (ICP).This role requires a metrics-obsessed strategist who lives and breathes funnel performance, demonstrates hands-on technical channel expertise, and operates with an experimental, hypothesis-driven mindset.You'll be a true sales partner focused on pipeline velocity and ARR, not vanity metrics, ensuring every campaign has a clear strategic rationale and measurable business impact.Key ResponsibilitiesABM Strategy DevelopmentDesign and implement comprehensive ABM strategy aligned with company revenue goals and ICP criteriaDefine target account selection criteria and segmentation framework based on funnel analytics, historical conversion data, and pipeline contributionDevelop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tierEstablish baseline funnel metrics and define success criteria for each account tier (pipeline created, velocity, win rate, ARR)Campaign Planning & ExecutionDesign and execute hypothesis-driven, personalized, multi-channel campaigns for target accountsFor each campaign, articulate clear hypothesis, expected outcomes, and success metrics before launchno random acts of marketingIn coordination with digital marketing, field marketing, and brand marketing functions, build campaigns across email, direct mail, paid advertising, events, and content syndicationDemonstrate hands-on technical proficiency with all campaign tools and channelsable to build, optimize, and troubleshoot campaigns independentlyDevelop account-specific value propositions and messaging frameworksCoordinate intent data monitoring and trigger-based outreach programsDesign and manage account-based advertising campaigns across LinkedIn, display networks, and other platformsRun continuous experiments to test messaging, channels, timing, and offers; systematically document learnings and apply insights to future campaignsSales & Marketing AlignmentPartner closely with sales leadership and account executives to prioritize target accounts based on pipeline potential and ARR opportunity, not lead volumeOwn joint pipeline targets with sales; success measured by SQLs, pipeline created, deal velocity, and closed/won ARRnot MQLsEstablish clear processes for account handoffs, lead routing, and opportunity trackingFacilitate regular account planning sessions between marketing and sales teamsCreate shared account intelligence repositories and communication protocolsDevelop sales enablement materials specific to ABM initiativesEliminate marketing/sales finger-pointing through shared accountability on revenue metrics and transparent, real-time pipeline reportingPerformance Measurement & OptimizationLive and breathe funnel metricsimplement comprehensive ABM dashboards tracking account engagement scores, pipeline velocity, conversion rates at each funnel stage, win rates, deal size, and ARR contributionTrack campaign performance at the account level and optimize based on insights using a test-and-learn approachDemonstrate deep fluency in interpreting funnel data to diagnose bottlenecks, predict outcomes, and course-correct in real-timeConduct regular program reviews and present results to leadership with clear ROI analysis and pipeline attributionMonitor account progression through buying stages and identify acceleration opportunitiesCalculate and report on ABM ROI and contribution to revenue targetsMaintain post-campaign analysis discipline; document what worked, what didn't, and why for continuous improvementTechnical Channel ExecutionDemonstrate hands-on proficiency with ABM platforms, marketing automation, CRM, and advertising toolsnot just strategic oversightBuild, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they ariseStay current on platform updates, new features, and channel best practicesUnderstand technical integrations between systems and leverage them for more sophisticated targeting and measurementQualificationsMust Have6years of experience in B2B demand generation with at least 3 years focused on account-based marketingDemonstrated track record of living and breathing funnel metricsyou can articulate conversion rates, velocity, and pipeline contribution for every program you've runProven experimental mindset with specific examples of unique, hypothesis-driven campaigns that drove measurable resultsDemonstrated success driving pipeline and ARR through ABM programsStrong sales partnership orientationyou think like a revenue leader, not a lead generator; you own pipeline targets alongside salesStrong understanding of B2B buying cycles and complex sale processesHands-on technical proficiency with ABM platforms (6sense, Demandbase, Terminus).Demonstrated ability to independently build, execute, and optimize campaigns across multiple channels using marketing automation, CRM, and advertising platformsProficiency with CRM systems (Salesforce) and marketing automation platformsDeep analytical skills with ability to diagnose funnel performance issues, identify opportunities, and translate data into actionStrong communication and presentation skills for executive-level audiencesProven ability to build relationships and influence cross-functional stakeholdersTrack record of running disciplined experiments and applying learnings to improve performance over timeNice to HaveCybersecurity experience highly desirableExperience in SaaS, enterprise software, or technology sectorsBackground in sales or sales operationsKnowledge of intent data providers and account intelligence toolsExperience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads)Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.)Project management certification or formal trainingExperience working in high-growth or scale-up environments where agility andExamples of campaigns that failed, what you learned, and how you applied those lessonsWhy Arkose Labs?At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more.We're not just a company; we're a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.Why do top tech professionals choose Arkose Labs?Cutting-Edge Technology:Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.Innovation and Excellence:We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.Experienced Leadership:Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.Ideal Size:We're structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.Join us in shaping the future of technology.At Arkose Labs, you're not just an employee; you're part of a visionary team driving global change. Experience: 3 years required